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LEAD GEN
AUTOMATION
SALES HACKER CONFERENCE

OCTOBER 17, 2013
ILYA LICHTENSTEIN
COFOUNDER,
SALES AUTOMATION AT MIXRANK
• NO SDR roles
• NO prospecting by commissioned sales
People
• NO cold calling or cold emailing
• 92% lower cost per qualified lead
• 400% higher conversion rate to demo
SCALABLE LEAD GEN

COMPANIES

DECISION
MAKERS

CONTACTS
FINDING COMPANIES

VS
LINEAR

LATERAL
FINDING COMPANIES
• Start NARROW
• First party data sources
• Third party data sources
• Disqualify rapidly
FINDING DECISION MAKERS
• Top down or bottom up?
• LinkedIn: X-Ray Search
• LinkedIn: Boolean Search
• Tweets
• Graph Search
Ilya Lichtenstein (CEO, Mixrank) - Hacking Lead Gen Part I
FILTER CRITERIA
• Business Information
• Competitors and Lookalikes
• Traffic Sources/Marketing
• Keywords
• Technologies and Vendors
AUTOMATING AND SCALING
AUTOMATING AND SCALING
AUTOMATING AND SCALING
THANK YOU!
ILYA@MIXRANK.COM
@MIXRANK
WWW.MIXRANK.COM

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